Many people think of networking in terms of events. In reality networking is an ongoing process. Sure that process sometimes involves events, but done right events should not be the primary focus.

Events are where you meet people, or reconnect with those already in your network. The real work happens outside of those events.

The networking process begins with a more intimate one on one meeting or telephone conversation to begin the relationship. This is where follow-up becomes critical. Not just with those that you met at an event who you'd like to build a relationship with, but with the rest of your network. There are many touches, interactions and follow-ups that must happen to build a real working networking relationship.

An example of the wrong way:

1. Attend networking event.
2. E-mail people you met at the event, or add them to your newsletter list.
3. Rinse and repeat.

An example of the right way:

1. Attend networking event.
2. Reach out to the 2-3 people you had a real connection with at the event.
3. Schedule lunch or coffee with each of these individuals.
4. Do what you said you would do and follow-up on promises or introductions that came from your meeting.
5. Send some type of thank you.
6. Call to touch base.
7. Schedule another coffee, lunch or plan to meet-up at a future event.
8.  Send a useful piece of information, or recommend a book.
9. Call to ask how you might be able to help, and offer to make an introduction.
10. Continue your active engagement with this person.
11. You get the idea. Keep going.

At this point you're probably thinking... "Scott, are you kidding me? I don't have time to do all of that stuff. I meet a lot of people." And you're exactly right. That's why it's so important to understand who you're really interested in building relationships with. In a lot of cases you've already met them, but you probably haven't gone through the trouble to REALLY build that relationship.

Building productive networking relationships takes time, and surface level relationships that are not very deep rarely produce tangible results.

There is no right or wrong process. The examples above are just that, examples. Find what works for you and focus your networking time and energy. Just remember that it is a process and not a one time event.

Happy Networking!

-Scott Ingram
NetworkInAustin.com